SAL301 Exam Questions with Correct Answers Already Passed
A - Answers 1. _______involces two-way, personal communication between salespaople and individual
customers, either in person, by telephone, or through Web conferences
A. Personal selling
B. Public relations
C. Telemarketing
D. Intergated marketing communication
E. Advertising
B - Answers 2. Whom do members of a sales force typically represent?
A. They represnet the company to the customers
B. A and C
C. They represnet the customers to the company
D. They represnet the company to investors
C - Answers 3. Which type of sales approach is best for today's customers who expect answers, results,
and useful products?
A. Hard-sell
B. Personal relationship
C. Customer-solution
D. Sales development
A - Answers 4. During the hiring process, companies that test sales applicants typically measures of the
following abilities except_______
A. Accounting skills
B. Sales aptitude
C. Organizational skills
D. Analytical skills
D - Answers 5. The simplest means of sales force organization is_______
A. Workload method
,B. Market organization
C. Product organization
D. Geographic orientation
E. Customer type
E - Answers 6. All of the following are disavantages of the team selling approach except which one?
A. Selling teams can overwhelm customers
B. Most sales people are trained to excel in individul performance
C. Many salespeople are unaccustomed to working with others
D. Individual contributions and compensations can be to assess
E. Selling teams decrease costs
E - Answers 7. Prospecting for new customers is a _______
A. Tool to reinforce customer awareness
B. Replacement for lead generation
C. Replacement for branding
D. Wayto build trust
E. Critical function in maintaining growth
E - Answers 8. The growing trend of using a group of people from sales, marketing, engineering, finance,
technical support and even upper managements to service large, complex accounts is known as______
A. Personal
B. Department
C. Multiple
D. Complex
E. Team
C - Answers 9. Generally, retailers with high margins and high levels of customers service place more
emphais on which type of salesperson?
A. High-pressure sellers
, B. Persuasive sells
C. Order getters
D. Profit-oriented sellers
B - Answers 10. What is the appropriate time to wait after an event to follow up on my leads?
A. Don't respond-Wait for them to contact you
B. Follow-up with 24-hours
C. Respond within two days
D. None of the above
E - Answers 11. ________iss an example of a nontechnology communication selling activity
A. Development database management skills
B. Leaving voice-mail messages
C. E-mailing
D. Creating useful company web page content
E. Enhancing language overall communication skills
C - Answers 12. Which department should sales co-ordinate with, for achieving more sales?
A. Advertising
B. Human resources
C. All of these
D Production
B - Answers 13. More than anything else, what do the top 10% of sales performers do very differently
from other sales people?
A. Prosect for new business
B. Listen and ask questions
C. Manage their time
D. None of the above
D - Answers 14. Which of the following are relevant objectives for effective sales plan?
A - Answers 1. _______involces two-way, personal communication between salespaople and individual
customers, either in person, by telephone, or through Web conferences
A. Personal selling
B. Public relations
C. Telemarketing
D. Intergated marketing communication
E. Advertising
B - Answers 2. Whom do members of a sales force typically represent?
A. They represnet the company to the customers
B. A and C
C. They represnet the customers to the company
D. They represnet the company to investors
C - Answers 3. Which type of sales approach is best for today's customers who expect answers, results,
and useful products?
A. Hard-sell
B. Personal relationship
C. Customer-solution
D. Sales development
A - Answers 4. During the hiring process, companies that test sales applicants typically measures of the
following abilities except_______
A. Accounting skills
B. Sales aptitude
C. Organizational skills
D. Analytical skills
D - Answers 5. The simplest means of sales force organization is_______
A. Workload method
,B. Market organization
C. Product organization
D. Geographic orientation
E. Customer type
E - Answers 6. All of the following are disavantages of the team selling approach except which one?
A. Selling teams can overwhelm customers
B. Most sales people are trained to excel in individul performance
C. Many salespeople are unaccustomed to working with others
D. Individual contributions and compensations can be to assess
E. Selling teams decrease costs
E - Answers 7. Prospecting for new customers is a _______
A. Tool to reinforce customer awareness
B. Replacement for lead generation
C. Replacement for branding
D. Wayto build trust
E. Critical function in maintaining growth
E - Answers 8. The growing trend of using a group of people from sales, marketing, engineering, finance,
technical support and even upper managements to service large, complex accounts is known as______
A. Personal
B. Department
C. Multiple
D. Complex
E. Team
C - Answers 9. Generally, retailers with high margins and high levels of customers service place more
emphais on which type of salesperson?
A. High-pressure sellers
, B. Persuasive sells
C. Order getters
D. Profit-oriented sellers
B - Answers 10. What is the appropriate time to wait after an event to follow up on my leads?
A. Don't respond-Wait for them to contact you
B. Follow-up with 24-hours
C. Respond within two days
D. None of the above
E - Answers 11. ________iss an example of a nontechnology communication selling activity
A. Development database management skills
B. Leaving voice-mail messages
C. E-mailing
D. Creating useful company web page content
E. Enhancing language overall communication skills
C - Answers 12. Which department should sales co-ordinate with, for achieving more sales?
A. Advertising
B. Human resources
C. All of these
D Production
B - Answers 13. More than anything else, what do the top 10% of sales performers do very differently
from other sales people?
A. Prosect for new business
B. Listen and ask questions
C. Manage their time
D. None of the above
D - Answers 14. Which of the following are relevant objectives for effective sales plan?
